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Mark Wickersham (UK):
When deciding how to price projects
such as annual accounts it’s relatively easy. It’s repetitive, predictable and
we are able to create a package solution to suit that makes it easy to price. But what about when it’s a one-off job?
How best do you price it then?
Here are 3 tips to help you do it more
effectively: Tip 1 – Establish the value to the
customer The one-off job, or special job, is
just that – it’s unusual and so pricing for it is unusual too. The first step therefore is in
quantifying its value to the customer. What is it that they want you to do and
– more importantly – why do they want you to do it? Getting the answer to the second
question will help you in determining the benefit to them of what they are asking you to do – and therefore the value to them. It may be subjective but
that’s fine. You need to create a picture of what’s
at stake. That will help you work out your pricing. (More to follow!)
In case you missed this:
(More of Mark!)
Better pricing = higher profits
If you have a service business, you can
earn much more from this series. Also, Mark runs a programme called
Price Consulting, and he teaches
accountants/bookkeepers how to help their customers with their pricing. Thank you for the positive response to
posts on this topic and the action taken. Please tell your friends!
Those links again:
How to build a successful bookkeeping
business (book) How to build a successful bookkeeping
business (video training programme) The Value Pricing System
The Power of Price Psychology
Monthly Mentoring
Grab them NOW and claim the true income
that you earn!
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